Welcome. My name is Jeb Brooks and I’m the Managing Director of Strategic Partnerships for The Brooks Group. In addition to my work, I have a simple (lofty) goal:
To create the largest list of Customer-Focused, Non-Manipulative, Open-Ended Sales Questions.
In order to create this list of sales questions, I need your help!
Nothing you say during interaction with prospects and customers is as important as the sales questions you ask. So, I would like to invite you to share some of the most successful sales questions you’ve asked by posting a comment below.
By contributing, we can make this site a vibrant resource for sales professionals worldwide.
{ 6 comments… read them below or add one }
Interesting idea. I’m a big fan of “What, if anything, will keep us from moving forward?”
What are your three biggest business challenges today?
“What MUST happen for your business strategy to work?”
Every day, I see great questions that can be used in sales. For a great resource, I recommend reading the “Boss Talk” column in The Wall Street Journal.
“What would be involved in evaluating (vendor) and making the decision to move forward?”
After interviewing key players, asking this question helps to i) qualify whether a prospect will commit resources to a formal evaluation, and ii) create a list of the activities and dates for what needs to take place during the evaluation.
Once the evaluation activities are complete, the following questions would then be asked:
“Has everything been completed to your satisfaction? If so, are you in a position to make a decision at this time?
* What kind of time frame are you working within?
* What drives your competition?
* What would solving this problem mean for your career?
Would you be open to learning about a new way to _________? (not open ended, but a question I’ve found works well)
In order for me to see if I can help you get what you want, do you mind if I ask you a few questions? (not open ended but a good question)
How do you typically make these types of decisions?
What is it that you ultimately want to have happen?
What will it mean for you if you’re able to get what you want?
What is the best way for me to work with you? Who else, other than you is involved in the decision making process?
If you could have anything you wanted, when it comes to _________, what’s your ideal outcome?